How to better communicate your value to your clients, using research-based language. Invesco Global Consulting conducts ongoing research into the language used in financial services, with the goal of helping advisers have better conversations with clients. We conducted a 6-month language study on what investors think.  What do they value and how should their advisers respond?  […]

This session draws upon leading research in psychology, neuroscience and behavioural finance to explore three critical ‘pillars’ of a client centric approach; communication, core values and beliefs and managing investment risk.   We introduce you to four ‘financial personalities’, each one with its own unique set of attitudes, beliefs and behaviours to help you deliver a tailored […]

Making the unknown known, by using the familiar. Highly persuasive financial professionals often engage clients by translating Wall Street jargon into Main Street values, using metaphors, analogies, anecdotes, and illustrations. This communication style may allow them to better serve their clients’ financial needs – and sell more effectively in the process.

Join Michael Miller CFP®, James Cotis CFP® and Claire Mackay CFP® as they unpack a series of ethical scenarios from actual cases reviewed by the FAAA Conduct Review Commission. Explore complex themes, including the delicate balance between professional and personal relationships, and your professional duties to multiple counterparties. Witness how these experts navigate through challenging situations while upholding the highest […]

It’s not the clients you win, it’s the clients you keep. Losing a top client is never a pleasant experience. Worse still, research shows that 72.7% of advisers lose one top client per year. This makes everyone run harder just to maintain present production levels, and it hamstrings organic growth. However, research shows it does not have […]